Jounal of Marketing Management: 26 (1)

Open Access Article

1 - Investigating Effective Factors on Purchase Intention of Luxury Products
B. Kheiri M. Fathali

Marketing managers are interested in consumer purchase intentions so as to prognosticate sales of existing and/or new products and services. Purchase intentions data can help managers in their marketing decisions related to product demand (new and existing pro More

Marketing managers are interested in consumer purchase intentions so as to prognosticate sales of existing and/or new products and services. Purchase intentions data can help managers in their marketing decisions related to product demand (new and existing products), market segmentation and promotional strategies. Luxury brand products and the motivation to buy luxury brands are becoming increasingly relevant to consumers in Asia. Luxury-purchase motivation predominantly based on Western thoughts and markets .Cultural values have been shown to influence consumer behavior in many studies. Establishing whether relationships exist between cultural values and motivation for consuming luxury products would be advantageous for the marketers of luxury products . The present study focuses on factors affecting the purchase intention of luxury products. Primary Tools for Data Collection was Likert's 5-scale questionnaire. Statistical Population is composed of all customers attending selected fancy and luxurious restaurants in Tehran. Since the statistical sample is infinite (over 100000 subjects), the sample size was determined to include 385 subjects by means of Kergesi Morgan's Table (1970), and simple random sampling method was applied. In order to analyze the data, descriptive and inferential statistics and the structural equation modeling were employed with SPSS and Lisrel software programs. The research, in terms of purpose, is practical and the method of data collection is survey. Research results suggest that the variables of consumer attitude toward luxurious products, quality of the service provided by fancy and luxurious restaurants, perception of brand and social effect affect the purchase intention, while the variables of store image (restaurant) and vanity bring about no impact on the purchase intention. In addition, the variable of vanity does not exert any moderating effect on the relation between perception of luxurious brand and purchase intention and between the social effect and purchase intention. Manuscript profile

Open Access Article

2 - A Model for Customers Switching from National Bank by Applying Structured Equations (Case Study: National Bank Branches in Ilam Province)
L. Emami Y. Pourashraf Z. Toulabi

Regarding the competitiveness of banking industry in recent years and entry of private sector in to this area, customer retention has assumed particular importance. Consumer switching means the end of customer's relationship with the bank and his turning to other banks More

Regarding the competitiveness of banking industry in recent years and entry of private sector in to this area, customer retention has assumed particular importance. Consumer switching means the end of customer's relationship with the bank and his turning to other banks as a result of a number of factors. The present research aims at preserving the present customers by identifying the reasons for customer switching in National bank of Iran, branches administration. The research method applied in this study is both qualitative and quantitative (mixed). To extract a conceptual research method; ideas, theories, models, approaches and frameworks related to churning on the one hand, and in previous researches on the other hand were analyzed, the viewpoints of elites and experts were also used to identify the sample size. In qualitative method, in order to obtain the statistical population by network sampling, 35 elites (academics and professional churning customers and expert managers and National bank headquarter) in Ilam province were identified and they were directly interviewed or open-ended questionnaires were used. And through quantitative method, the present research includes all customer switching with outstanding balance of 10 million Rials in branches of National bank located in Ilam province and stratified random sampling method was used. And questionnaires were used in gathering data which ended up in analyzing 395 questionnaires; findings showed that two variants of external (organizational) and internal (environmental) factors were recognized as effective factors in customer switching. Then applying operational analytic factors and structural equations, this model was finally verified doing several rectifications.  According to the results achieved from this work, it became clear that managerial factors are the most effective factor among internal factors and ethnic considerations are the most effective factor from among external factors (environmental) and is the exploratory subject of this study. This indicates that the bank under study should set on the agenda with a consideration of these factors.  Manuscript profile

Open Access Article

3 - Media Mix Elements Affecting Service Brand Equity (Case Study: Sina Bank)
A. A. Farhangi R. Abedini

Nowadays Brand equity is one of the key factors to create competitive advantage and success for banks. One of the major contributors towards building brand equity is advertising. Advertising influences brand equity in a number of ways. It thus becomes extremely importan More

Nowadays Brand equity is one of the key factors to create competitive advantage and success for banks. One of the major contributors towards building brand equity is advertising. Advertising influences brand equity in a number of ways. It thus becomes extremely important for the practicing managers to know how advertising frequency across different media vehicles influences brand equity for different groups of consumers. The purpose of this research is to explore the effects of media mix elements on customer-based brand equity and its dimensions for two separate groups of first time and repeat customers. The studying method is descriptive and correlation and also data gathering device is the questionnaire which its reliability and validity after designing has been assessed. Sina bank customers in Tehran were studying statistical population. The sample was included 420 people. In order to select samples, cluster sampling was used to select the samples. We have used the structural equation model (SEM) and SPSS and Amos Graphics 19.0 softwares for our analysis. The results indicate that advertising frequency in all selected media has had positive effect on brand equity in every two groups of consumers. In addition, the results show that television is the best medium to influence the repeat time customers and event sponsorship is the best medium to influence the first time customers. Although our research is limited by several factors that can be addressed in future research, this study must be used as a guide by the brand managers who focus on the media mix elements to strengthen the dimensions of brand equity while positioning the brand to specific consumer groups.   Manuscript profile

Open Access Article

4 - The Influencing Factors on Consumer Choice Behavior Regarding Green Products Based on Theory of Consumption Values
S. A. Seyed Salehi M. Kazemi

This paper contains the theory of consumption values to determine the influence factors on consumer choice behavior regarding green products.According to the different concerns and perspectives that consumers have towards the environment, to examine whether significan More

This paper contains the theory of consumption values to determine the influence factors on consumer choice behavior regarding green products.According to the different concerns and perspectives that consumers have towards the environment, to examine whether significant differences in the levels of consumption and consumer choice behavior, there is will. Research method was descriptive survey, the society were the Cleaning and hygiene consumers and randomly472 of Qazvin people responded to the questions. Using the data collected through the questionnaire and analysis of structural equation modeling to assess the impact of each of the so indices choice behavior dealt. And reached the conclusion that the client understands all aspects of the research, including the quality, price, value, social value, emotional value, the value provided and conditional value and epistemological value. Social values and the quality is highest impact ton consumer choice behavior towards green products and worth the price to the consumer is not very important. Our results indicate that consumers are looking for high quality, fresh new products; the acquisition of social satisfaction, special conditions for the purchase of green products and is not very sensitive to the high price of green products. Manuscript profile

Open Access Article

5 - Brand Extension Feedback: The Role of Advertising (Case Study: Tabarrok Company Products)
H. Ebrahimi M. Bagheri GalehSalimi

The companies usually use brand extension as a path to introduce their new products in the markets. Brand extension may pave the ground for entering new areas of market through producing and offering different products under existing brand and thereby decrease risks of More

The companies usually use brand extension as a path to introduce their new products in the markets. Brand extension may pave the ground for entering new areas of market through producing and offering different products under existing brand and thereby decrease risks of perceived image of new product. The purpose of this study is to investigate the customers’ evaluation from familiar brand extension and the role of commercial advertisements in its success. The present study is a practical research from purpose view and is a descriptive-survey one from methodological perspective. The statistical population of this study includes consumers of Tabarrok Company in the city of Isfahan. A sample of 384 consumers has been selected from this population through random sampling method. In order to collect the research data, a standardized questionnaire has been used. The validity of the questionnaire has been examined and confirmed through confirmatory factor analysis and its reliability has been measured through Cronbachs’ Alpha Coefficient. The coefficient was 0.88 for our questionnaire by which reliability of the questionnaire has been confirmed. The hypotheses have been tested through both descriptive statistics (including frequencies, percentages, cumulative percentages, and standard deviation) and inferential statistics (including T-test, analysis of variance, Colmogorv-Smirinov, and Freedman test) in the SPSS and AMOS. The results of this study revealed that the firth, second, and third hypotheses (the effect of brand image and loyalty on the brand extension and the effect of brand extension on the brand loyalty) were rejected and other five hypotheses (the effect of brand image on the brand loyalty, the effect of brand awareness on the brand image and brand expansion, the effect of commercial advertisements on the brand image and brand loyalty) were supported. Another part of the results of this study indicated that the path coefficient of the first hypothesis (the effect of brand image on the brand loyalty) was 0.596. The coefficient was more than other coefficients. On the other hand, the path coefficient of the eighth hypothesis (the effect of brand loyalty on the brand expansion) was -0.624 which is less than other coefficients. Manuscript profile

Open Access Article

6 - The Effect of Word of Mouth on Intention to Use Insurance Services among Customers of Insurance Companies in Rasht
A. Davari A. Mohammadi Almani A. Pournaserani

Word of mouth as one of the most important and oldest unofficial communication tools has an influential role in marketing processes specially in persuading people to buy a product or use a service. Most consumers rely more on the information that they acquire from frien More

Word of mouth as one of the most important and oldest unofficial communication tools has an influential role in marketing processes specially in persuading people to buy a product or use a service. Most consumers rely more on the information that they acquire from friends and relatives through word of mouth because they consider this kind of information is more reliable than information generated by advertisers and marketers. Therefore, in the environment that consumers’ trust in organizations and advertising is reduced, word of mouth is a great way to gain competitive advantage and it enables business organizations and firms to influence customers’ intention to use by means of word of mouth. Due to the importance of this issue, the present paper has tried to investigate the effect of word of mouth on customers' intention to use insurance services. A descriptive survey design was used in this research and based on its goal this research was an applied one. The target population of this research was the customers of insurance companies in Rasht. To collect data 300 questionnaires were distributed among customers by using simple random sampling method. For data analysis and testing research hypotheses, structural equation modeling method was applied by using LISREL software. The results revealed that word of mouth dimensions namely, intensity, positive valence, negative valence, content and also corporate image affect customers' intention to use insurance services.  Manuscript profile

Open Access Article

7 - The Analysis Moderating Role of Job Satisfaction and Organizational Commitment in Relation between Internal Marketing and Customer Orientation Stuff (Case Study: Pharmaceutical and Food Distribution Co.)
R. Rostami P. Akbari A. Veismoradi A. Mohammadi Najaf Abadi

Nowadays try to take leading companies, that increase their profitability through the satisfy important factors for customers in the best way possible. This point, the most key base of success them is on base customer orientation strategy. But many of these companies ar More

Nowadays try to take leading companies, that increase their profitability through the satisfy important factors for customers in the best way possible. This point, the most key base of success them is on base customer orientation strategy. But many of these companies are Neglect In satisfaction of their employees as internal customers. Because today with the introducing the internal marketing concept, Importance of an organization's internal customers (employees) is brighter than before in success of marketing programs external. The main purpose of this study is Analysis Moderating Role of Job Satisfaction and Organizational Commitment in Relation between Internal marketing and Customer Orientation in Pharmaceutical and Food Distribution Co. of west Country. The statistical population of this study is 1100 Marketers and marketing managers in the food and pharmaceutical distribution companies. In order to determine sample size of Cochran formula used and 285 People selected as sample members by random sampling method for the first half of 2013. This study is descriptive – survey and correlation in term of methodology. The Rastegar Mohammadi Internal marketing (13 items), Organizational Commitment (7 items) and Customer Orientation (8 items) questionnaires (2012), Smith et al Job Satisfaction questionnaire (1969) was used to gather data. Validity (content, convergent, divergent) and reliability (factor loading, composite reliability, cronbach's alpha) of questionnaire indicate that measuring instruments have good reliability and validity. The results of test hypotheses by SMART-PLS software and using t-test statistics and path coefficients (β) indicate that Internal marketing have strong influence, direct and significant on Job Satisfaction, but Internal marketing have average influence, direct, indirect and significant on Organizational Commitment and Customer Orientation; the continued results indicate that Job Satisfaction have average influence, direct and significant on Organizational Commitment, but Job Satisfaction have average influence, direct, indirect and significant on Customer Orientation; Ultimately Organizational Commitment have average influence, direct and significant on Customer Orientation; As a result, Job Satisfaction and Organizational Commitment can as a moderator role, between Internal marketing and Customer Orientation. Manuscript profile

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